Growing your book of business doesn’t have to be confusing, and it certainly isn’t impossible. Putting systems and processes to work for you may help you boost your metrics.

Read on for practical strategies that will help you organize your leads, improve your prospecting, and perfect your presentation so you can start winning more listings quickly.

Evaluate Your Process

If you’re not getting as many listings as you’d like, start by evaluating where your current systems might be falling short. For many agents, these shortcomings often lie in three core areas: lead tracking, prospecting, and presenting. Improving each of these areas can have a tremendous impact on your business.

Here are three key action steps to help you get started today:

1. Audit and Refresh Your Lead Tracking Systems

When you’re busy, it’s easy for leads to slip through the cracks.

Is this happening to you? Start by taking a step back to audit your current system. Are all your leads accounted for? Are you consistently following up with interested prospects?

• Try spending an hour this week looking through your correspondence—checking your voicemails and texts and sorting your emails. This exercise can help you determine if your existing processes are adequate or if you’re letting solid leads slip through the cracks.
• Action Step: Once you’ve audited your correspondence, take some time to update your CRM. Clear out old contacts, update your active leads, and ensure your follow-up processes are both automated and effective.

Need some more help? Explore these Lead Tracking Materials to help you refine your system and boost your GCI as soon as possible!

2. Watch This Webinar on Prospecting

It’s so easy to focus on current work rather than looking toward the future, but don’t fall into this trap! You should never let your pipeline run dry. Prospecting now ensures you’ll have customers later.

• Action Step: Set aside 30 minutes today to watch this highly recommended webinar on strategic farming and prospecting. You’ll learn proven techniques for connecting with potential sellers to keep your pipeline full of listings.

Want more resources to up your prospecting game? Download this Listing Prospecting Checklist to keep your efforts on track.

3. Improve Your Listing Presentation

Once you’ve connected with a seller, the clock is ticking. Your listing presentation can make or break the opportunity you’ve worked hard to earn.

Do you have a system in place to wow potential clients? One great resource to help you stand out is Stephanie Younger’s 3-step system for winning listings. The first step is the seller intake phone call, the second is the 15-minute walkthrough, and the third is the seller strategy meeting. Here’s an overview:

Step 1: Seller Intake Call

• Use a questionnaire to gather client details and goals.
• Conduct the call and record responses in Google Sheets.
• Schedule the 15-minute walkthrough and strategy meeting.
• Call lasts 30-60 minutes.

Step 2: 15-Minute Walkthrough

• Tour the home and take photos, but don’t discuss the price yet.
• Compliment the home and schedule the Seller Strategy Meeting.

Step 3: Seller Strategy Meeting

• Present CMA, process, and marketing plan.
• Review key points, actively listen, and confirm alignment.
• Complete the full presentation to secure the listing.

When you're presenting to a potential client, Younger recommends delivering a thorough presentation every time. Don’t feel that you need to speed through the information! Be sure to cover key points like market data, an overview of your services, and your unique value proposition.

Younger also explains that it’s important to understand the owner's specific needs by asking plenty of questions. Don't hesitate to dig deeper—often, you'll learn more than you might have expected.

• Action Step: If your presentation needs a refresh, implement Stephanie Younger’s 3-Step System to create a compelling, client-focused pitch. Doing this will help you win more listings!

For more valuable tools to help grow your GCI, be sure to check out these additional Listing Presentation Resources to refine your approach.

Conclusion

To grow your real estate business, you need to act with intention. By tightening up your lead tracking, enhancing your prospecting efforts, and perfecting your listing presentation, you’ll put yourself in a prime position to win more listings and boost your GCI in the next 100 days.

Don’t forget that Breakthrough Broker offers a wealth of resources to help you at every step along the way. Dive into the materials we’ve shared above and start implementing the strategies ASAP. We can’t wait to see how your GCI skyrockets as a result!